Description This role owns the integrity, strategy, and commercial activation of SIA’s audience database. The Director of Audience Data & Revenue Operations will oversee data governance and quality while driving the use of audience data to accelerate growth across news, research, events, membership, training, and sponsorship revenue. This individual will monitor and optimize the full audience lifecycle — from top-of-funnel news engagement through event attendance and membership conversion — ensuring our database fuels a virtuous revenue cycle. Location: Remote from an approved state listed below, or based in a Crain office if within commuting distance. Key Responsibilities 1. Audience Lifecycle Strategy & Funnel Optimization - Own the end-to-end audience journey from news subscriber to engaged prospect to event attendee to member. - Develop lifecycle dashboards tracking movement across stages. - Identify friction points and leakage in the funnel. - Partner with Marketing, Events, Membership, and Sales to improve conversion rates. 2. Revenue-Focused Segmentation & Activation - Design segmentation strategies that improve campaign targeting and performance. - Oversee marketing list strategy tied to revenue outcomes. - Support cross-sell and upsell efforts across research, events, training, and membership. - Develop engagement scoring models to prioritize high-value prospects. 3. Data Governance & Quality - Lead global data quality initiatives to ensure accuracy and reliability. - Implement governance standards and GDPR compliance practices. - Establish consistent data definitions and lifecycle stage tagging. - Oversee CRM hygiene and enrichment strategies. 4. Analytics & Business Intelligence - Build executive-level dashboards tied to revenue KPIs. - Analyze conversion rates across product lines. - Provide insight into audience growth trends and monetization opportunities. - Track event-to-membership conversion performance. 5. Cross-Functional Leadership - Act as the connective tissue between Tech Ops, Marketing, Sales, Events, and Membership. - Ensure data infrastructure supports commercial objectives. - Translate technical data processes into business growth insights. Skills & Experience - 5+ years in database marketing, marketing operations, revenue operations, or audience strategy. - Experience managing CRM and marketing automation platforms. - Strong understanding of lifecycle marketing and revenue funnels. - Proven ability to translate data into commercial action. - Familiarity with GDPR and global compliance standards. - Analytical fluency (SQL, Excel, BI tools; Python a plus but not required). - Strategic mindset with strong cross-functional communication skills. - Ability to work an Eastern Time schedule. Pay Transparency Statement The estimated salary range for this position is $130,000–$145,000. The final salary offering will take into account a wide range of factors including experience, accomplishments, and location. The salary range should not be considered a salary cap. In addition to base salary, Crain offers competitive benefits including retirement plan savings contributions and bonus opportunities based on individual and company performance. #LI-LV1 #LI-Remote #director #data #full-time Brand Overview: Founded in 1989, Staffing Industry Analysts (SIA) is the global advisor on staffing and workforce solutions. Our proprietary research covers all categories of employed and non-employed work including temporary staffing, independent contracting and other types of contingent labor. SIA’s independent and objective analysis provides insights into the services and suppliers operating in the workforce solutions ecosystem, including staffing firms, managed service providers, recruitment process outsourcers, payrolling/compliance firms and talent acquisition technology specialists such as vendor management systems, online staffing platforms, crowdsourcing and online work services. We also provide training and accreditation with our unique Certified Contingent Workforce Professional (CCWP) program. Known for our award-winning content, data, support tools, publications, executive conferences and events, we help both suppliers and buyers of workforce solutions make better-informed decisions that improve business results and minimize risk. As a division of the international business media company, Crain Communications Inc., SIA is headquartered in Mountain View, California, with offices in London, England. www.staffingindustry.com @SIAnalysts About Crain Communications: Crain Communications is a leading business news and information company with a portfolio of 24 media brands that provide indispensable coverage and data for professionals globally and across sectors, including advertising, automotive, finance, healthcare, staffing, and workforce solutions. Many of Crain’s brands are the most influential media properties in the industries and communities they serve, including Ad Age, Automotive News, Pensions & Investments, Modern Healthcare, Staffing Industry Analysts, as well as Crain’s regional business brands. For more than a century, our dedication to deep sector expertise and journalistic integrity has enabled us to provide trusted insights across all our platforms, empowering today’s business leaders to make industry-shaping decisions. To learn more about Crain Communications, visit crain.com. Environmental Demands Where you work matters. The job posting will provide specific information on where and when your amazing work would be performed. Employee work location is determined by the needs of the specific team and may include on-site, hybrid or remote.  Employee work location is subject to change. - An “in-office” role would require the employee to come into the office most days with occasional flexibility to work remotely if tasks can be performed elsewhere and if the manager approves. - A “remote” role would allow an employee to work from a home office that is in one of the states Crain does business in. We can only employ a remote / "work from home" employee if they reside in one of these states: AZ, CA, CO, FL, GA, IL, MD, MA, MI, MN, NV, NY, NC, OH, OR, TN, TX, VA, WA, WI, and Washington, DC. - A “hybrid” role would be a mix of in-office and remote work. There may be a specified schedule for coming into the office or it could be at the discretion of the employee with the manager’s approval, subject to change. - Employees who live within a reasonable commute distance from a Crain office are expected to work on-site 3 days per week. Many positions will also include work done in “the field.” Depending on the role, this may include conducting in-person interviews, attending work-related events, meeting with sources or clients. Specifics will be noted in the job posting but are subject to change as a role evolves.   Employees may be exposed to adverse environmental conditions, specifically during field work. Other typical job functions are performed under conditions such as those found in general office work.  Travel to cover news stories/events, meetings with clients, and to our geographically separated offices may be required.  It is the nature of many positions to experience non-standard working hours and be on-call when needed for responding to email, meeting with clients, attending work-related events, story development or breaking news. Most employees perform work Monday through Friday, although early-morning, evening or weekend shifts may be required.   Work schedule and travel requirements are subject to change as a role and needs evolve over time. Physical Demands The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of many Crain jobs and are subject to change. Physical activities will include frequent in-person or virtual interactions.  For most positions, it is essential to be able to remain at a desk/computer workstation for prolonged periods, perform computer-related tasks, and create/maintain documents within filing systems.  Must have close visual acuity to perform an activity, such as preparing and analyzing reports and information, transcribing, viewing a computer terminal, or extensive reading.  The typical physical requirements are light work—exerting up to 25lbs of force occasionally and/or up to 10lbs of force frequently and may include climbing, pushing, standing, hearing, walking, reaching, grasping, kneeling, stooping, and repetitive motion.  Some positions will have additional physical requirements, including exerting up to 50lbs of force to move and/or carry equipment, supplies, files, or other materials as the role requires. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential job functions and meet the environmental and physical demands of the role. Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

• Own and propel our revenue systems and data architecture • Serve as the systems owner for Salesforce and adjacent revenue tooling. • Drive the roadmap for data model, automation and workflow improvements. • Proactively identify gaps in metric definitions or data quality and drive resolution before they affect business decisions. • Build scalable workflows and automations to support GTM execution • Build automated pipeline analysis and alerting using Claude and Salesforce. • Design and implement Chili Piper + Salesforce automations to streamline SDR-AE handoffs. • Manage enrichment workflows (e.g., Clay → Salesforce) to ensure high-quality account and lead data. • Build automated event lead enrichment and routing workflows. • Lead and execute a Salesforce de-duplication initiative to improve data integrity. • Drive policy design and operational rigor as the GTM team scales • Design, implement, and enforce Revenue Operations policies that support a growing sales and marketing organization. • Translate ambiguous operational questions (e.g., how to handle low-intent inbound leads) into clear, enforceable system behavior. • Proactively build and maintain a systems roadmap that scales with the company, ensuring no process or tool becomes a bottleneck • Manage tool implementation, enablement and adoption • Own the rollout of new revenue tools, ensuring clean data flow, clear documentation, and strong internal adoption. • Partner with stakeholders across Sales, Marketing, and Customer Success to ensure systems meet real workflow needs. • Drive cross-functional alignment on systems and process decisions without needing direction on what to prioritize. • Understand the business and drive visibility through reporting and dashboards • Own full-funnel revenue reporting and dashboards used by the revenue team. • Ensure metrics are trusted, definitions are clear, and reporting scales with the business.

• Own the company’s **HubSpot CRM architecture** end-to-end including pipelines, lifecycle stages, workflows, custom properties, and reporting. • Design scalable **revenue data models** that align CRM activity with pipeline and revenue outcomes. • Define and enforce **data standards across the GTM stack** including HubSpot, Airtable, outbound tooling, and AI systems. • Conduct ongoing CRM audits and maintain **data integrity, deduplication, and attribution accuracy**. • Build reporting frameworks that track **pipeline health, revenue velocity, conversion rates, and retention metrics**. • Develop dashboards that help leadership understand **what’s happening in the business in real time**. • Deliver strategic revenue insights and performance reports to executive leadership. • Build **client-facing analytics dashboards** used for operational reviews and strategic decision-making. • Conduct **RevOps assessments and CRM audits** for client organizations. • Design and implement **HubSpot and CRM infrastructure** including automation, integrations, and reporting. • Operate as a **senior RevOps advisor** in client engagements, providing guidance on pipeline architecture, analytics, and systems strategy. • Develop playbooks and frameworks that enable RevOps delivery to scale. • Build and manage **automation workflows using n8n or equivalent integration tools**. • Connect CRM systems with outbound tools, enrichment platforms, and operational databases. • Implement integrations between CRM systems and billing platforms such as Stripe. • Use AI tools to automate reporting, data analysis, documentation, and operational workflows. • Help build and scale the **RevOps practice within the organization**. • Contribute to hiring and mentoring junior RevOps analysts and operations specialists. • Develop internal frameworks and best practices for RevOps service delivery.

• Own Net Revenue Retention (NRR) across a portfolio of 10–20 accounts, including retention, expansion ARR, and upsell pipeline. • Lead structured weekly client calls with clear agendas, performance reviews, and strategic recommendations. • Build strong executive-level relationships with founders, CROs, and revenue leaders. • Identify and close expansion opportunities, including additional campaigns, upgraded service tiers, and new use cases. • Ensure renewals and expansions feel like natural next steps rather than last-minute conversations. • Analyze outbound campaign performance and translate data into clear strategic recommendations. • Monitor trends such as reply rates, sequence fatigue, ICP targeting drift, and deliverability signals. • Proactively surface risks or opportunities before clients identify them. • Advise clients on ICP refinement, messaging strategy, and outbound sequencing improvements. • Evaluate AI-generated insights and convert them into client-ready strategic recommendations. • Operate daily within HubSpot and Airtable for campaign monitoring, client health tracking, and account documentation. • Translate client needs into actionable briefs for internal execution teams. • Maintain accurate records of campaign status, health scores, and expansion signals. • Use AI tools for call preparation, strategy analysis, and communication drafting. • Lead onboarding for new clients, setting expectations and establishing operational cadence. • Run Quarterly Business Reviews (QBRs) that connect campaign performance with revenue outcomes. • Help clients evolve their outbound programs toward more advanced targeting, messaging, and pipeline strategies. • Guide clients toward stronger pipeline performance through continuous strategic optimization.